This is normally known as a snake graph
whereby we give an order from one to five as to how good my channel is.
So for example, let's take large accounts and the first
thing that they care about is the first that they need is product information.
Let's say that the competitor channel ranks 1 on this particular dimension.
They also ranked close to 2 or
2.5 on the warranties that my competition channel is offering.
Process, Application, Engineering and so forth and so on, they go slightly better.
On complimentary products, they're much better and finally in offering financing.
On the other hand, I am much better in the first top three attributes,
which means that I'll probably will be able to serve
via my partner's net worth large accounts, however, for
small accounts notice that those same needs are not necessarily the same.
In particularly small accounts may care about complementary product lines and
financing as opposed to process or application engineering.
So as you can see the partner network of my competitor might be better for
serving smaller accounts.
So identifying the customer needs for specific segments of customer
is critical in order to be able to start thinking about which is the best
channel partner for serving them and exceeding their expectations.
So identifying these needs and trying to rank them in rank order,
as in this example, is one of the first things that you will do
in order to be able to serve customers well.
The next one as far as selecting the channel,
it's useful to go through next flow process.
First of all, you might want to start with customer proximity.